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QUESTION 121
Which option is a benefit of Cisco enablement resources?

A.    the ability to create personalized “briefcases” of content
B.    a single place to find business proposals and instructor-led training
C.    access to kits of bundled content, including IOS images and more
D.    it enhances the selling process for seller and the customer

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QUESTION 101
According to Cisco best practice, which option must you understand before you identify business outcome opportunities?

A.    organization chart
B.    decision-making process
C.    current technology plan
D.    customer value proposition

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QUESTION 81
Which option is most likely to improve interactions with customers?

A.    Understand their communication style.
B.    Understand the goals of their team.
C.    Learn their personal interests.
D.    Know the time available to present the solution.

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QUESTION 61
What characteristic is unique to Cisco’s intercloud solution?

A.    broad partner network
B.    includes public cloud
C.    advanced security features
D.    runs standard applications

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QUESTION 41
Drag and Drop Question
Drag and drop the type of business case on the left to the business driver on the right.

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QUESTION 21
Drag and Drop Question

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QUESTION 1
Which option is a key concept of the unique Cisco sales approach?

A.    Add as many new Cisco technologies to the solution that meet customer needs.
B.    Start driving outcomes for customers, and go beyond selling and implementing technology solutions.
C.    Put together the most logical set of services for the customer.
D.    Engage in dialog about customer needs and new technologies.

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QUESTION 131
Which option is the primary goal in business outcome-based selling?

A.    improving agility and the ability to deploy innovative services for end users
B.    developing and enabling new business processes, markets, and customer interactions
C.    taking advantage of new technology to increase business relevance
D.    using next-generation IT to increase service quality and reduce risk, complexity, and costs

Answer: B

QUESTION 132
Which three areas are covered by the Business Model Canvas in order to understand the customer’s business context? (Choose three.)

A.    Customer Relationships
B.    Development Plan

(131-140)

C.    Value Proposition
D.    Revenue Streams
E.    Key Policies
F.    Analysis

Answer: ACD

QUESTION 133
Which option describers Return on Investment (ROI)?

A.    a percentage of dividing net return from a technology solution by the cost of that technologysolution
B.    a percentage of dividing total investment from a technology solution by the costof that technology solution
C.    a percentage of dividing net return from a technology solution by the margin of that technologysolution
D.    a percentage of dividing present value from a technology solution by the cost of that technologysolution

Answer: A

QUESTION 134
Which option is a primary reason for using the Cisco Services Solution story with customers?

A.    to provide a clear way to discuss services that all customers need
B.    to raise awareness of Cisco Services relevancy to go beyond break/fix support
C.    to enhance the sales experience for an account manager
D.    to raise customer expectations of possible outcomes from larger IT investments

Answer: C

QUESTION 135
When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)

A.    metrics and measurement
B.    project management milestones
C.    specific timeframe and milestones
D.    communication procedures

Answer: AC

QUESTION 136
Which resource can a sales person incorporate into the business outcome story?

A.    Include a detailed business strategic plan
B.    Describe the project definition.
C.    Explain technology innovations.
D.    Identify the customers’ care-abouts.

Answer: D

QUESTION 137
Which characteristic of the Cisco Internet of Everything has the most impact on business?

A.    connecting people for measuring the usage trends of services
B.    delivering the services to the right person at the right time
C.    leveraging data into more useful information for decision making
D.    having physical devices and objects connected to the internet

Answer: C

QUESTION 138
Drag and Drop Question
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.

Answer:

QUESTION 139
Which is the main outstanding reason and justification for business outcome-based sales approach?

A.    Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
B.    Organizations want to improve the chain of value based on the cost of IT solutions they provide.
C.    Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
D.    Organizations want to offer a renewed portfolio in order to increase share value.

Answer: A

QUESTION 140
Why are customer stakeholders important to the business outcome-based sales approach?

A.    Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
B.    Because stakeholders consists of partners who are either part of the organization or are external to the organization.
C.    Because stakeholder strategy influence business needs and their involvement in a project to change them.
D.    Because relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.

Answer: D

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